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How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3
How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3
“How did you get started in capture/proposals?” is a question often asked when meeting new colleagues at a conference, seminar, meeting, or around a war room conference table.
Answers vary from person to person and company to company, but most often practitioners became “accidental” capture or proposal professionals and discovered they love the excitement, colleagues, and “thrill of victory.”
I asked a number of colleagues from…
How experts got involved in capture and proposals – and what keeps them coming back: Part 1 of 3
Ask anyone working in the capture or proposal profession how they got started in this “crazy” business (check out my “war stories” blog series), and you’ll get a different answer every time.
There’s often an underlying theme in each response, though – most folks never intended to become a capture/proposal professional.
Once someone becomes immersed in this profession, however, a number of factors keep them coming back for more “excitement” year after year.
I asked a number of colleagues how they got started in capture/proposals…
6 more changes experts would make to the BD, capture, and proposal process
“He that will not apply new remedies, must expect new evils: for Time is the greatest innovator: and if Time, of course, alter things to the worse, and wisdom and counsel shall not alter them to the better, what shall be the end?” –Francis Bacon
In everything we do in business, we constantly work to make our products, processes, and procedures faster, more efficient, easier, cheaper, or more reliable to gain increased market share.
I asked a number of capture and proposal experts to share…
Can you hire an effective capture manager?
This article was originally published February 22, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.
This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation…
Working with project managers on recompetes: project manager as proposal SME (Part 3)
Lisa Pafe’s previous blogs discussed how capture and project management can work together during recompetes to influence the customer and gather competitive intelligence. This week, Lisa discusses how the project manager must work with the proposal manager to provide essential information for the recompete proposal itself.
In addition to providing customer and competitive intelligence, the project manager also has a role to play in helping the proposal manager gather artifacts that can be used as proof points for discriminators. Additionally, the project manager serves as an…
Working with project managers on recompetes: Project manager as an ethical spy (Part 2)
This week, Lisa Pafe provides additional insights into how incumbents can work with their project managers when preparing for recompete procurements.
Project managers have an enormous role to play in gathering competitive intelligence that the capture manager can use to build recompete win strategies.
Because the project manager is on-site, the capture manager can coach the project manager to serve as an ethical spy in preparing for a recompete:
- Who is visiting with the customer?
- Who has offered brown bags, seminars, and other freebies?
- What other companies are…
Business development and capture management – Bob Lohfeld interview with Mark Amtower
“Amtower Off Center“ host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process.
Topics discussed include:
- Current GovCon market climate
- 7 characteristics of winning proposals
- Capture/proposal analytics
- Resources and education for proposal professionals
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture & Proposal Tips eBrief
4 strategies that can kill your recompete – Bob Lohfeld Federal News Radio interview
As budgets get tighter, you will need to hold on to the contracts you’ve already got. Bob Lohfeld, CEO of Lohfeld Consulting Group, joins Francis Rose In Depth on FederalNewsRadio.com with four strategies that can kill your company’s recompete bid.
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture & Proposal Tips eBrief
Working with project managers on recompetes: Risk aversion versus price (Part 1)
This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements.
Incumbents often proceed with the re-compete capture and proposal process with only peripheral involvement from the project manager. I believe that this attitude is part of the general problem of incumbentitis – the false sense of security, complacency, and over-confidence that results in failing to take the capture/proposal process seriously and thus losing the recompete bid. In fact, recent industry statistics indicate that incumbents do…
Industry experts’ proposal war stories and lessons learned – Part 4 of 4
Once more unto the breach, dear friends, once more;
Or close the wall up with our English dead.
In peace there’s nothing so becomes a man
As modest stillness and humility:
But when the blast of war blows in our ears,
Then imitate the action of the tiger;
Stiffen the sinews, summon up the blood…
Now set the teeth and stretch the nostril wide,
Hold hard the breath and bend up every spirit
To his full height. On, on, you noblest English. (-William Shakespeare, Henry V, Act III, 1598.)
Here’s the wrap-up of my…
